In commercial real estate brokerage, a problem is usually an opportunity. It is just a matter of finding a good number of problems to solve with your clients and prospects. On that basis you should be watching the pressures occurring in your sales territory. You can become the pressure relief valve for the clients needing…
In commercial real estate brokerage today, it is not unusual for some agents and the brokers to change employer from time to time. That will be for a variety of reasons including better market share, administrative support, and commissions. There is no point in working for or brokerage that doesn’t give you the necessary back-up…
In commercial real estate brokerage there are no limits to the advantages and results that you can get to prospecting letters. That being said, you really must understand the process and targets. To get the matter under control, consider the following questions: Who are you writing to? What are the pressures of the market today?…
In commercial real estate brokerage, there are no limits to lead generation. In any market and at any time there are plenty of people to service in some way or other. Sales, leasing and property management situations all produce ‘leads’ for new business. To find and convert more leads, take a look at your personal…
In commercial real estate brokerage, you will come across some salespeople in your office and territory that have a ‘downbeat’ or ‘poor attitude’ when it comes to the market and the opportunities that are available. In many ways they are totally ‘toxic’ to listing progress and momentum. Stay away from them at every opportunity. If…
When it comes to pitching and presenting to a client for a property listing in commercial real estate, you need to ‘read between the lines’ and position your proposal accordingly. Many of the clients that you work with will not be totally open and honest with you at the first stages of communication and connection. …
In commercial real estate brokerage, there will be many changes and pressures on the market during the year. That in turn can create shifts in your focus when it comes to the quality listings and clients requiring service. The only consistent thing that you can control is the momentum within your prospecting model. The one…
In commercial real estate brokerage today, there are plenty of challenges when it comes to market share, commissions, and clients. To help us with the necessary focus as brokers, at a personal level it pays to develop a focus and a lust for growth. Even in the toughest of property markets, the potential for growth…
In commercial real estate brokerage you have a couple of choices with most things that you do. You can be proactive or you can be reactive. In other words the market can drive you or you can drive your market. I think we have all seen brokers and agents that are ‘out of control’ most…
The commercial real estate industry is full of challenges and distractions. Every broker and agent needs to be prepared for the challenges of the day and have a strategy to optimise the day and the tasks at hand. Preparation and focus are the keys to getting results. Every year we have just 10 months out…
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